Yesterday, I had the privilege of attending Mo Anderson's Associate Leadership Council Clinic in Austin, Texas. I am new to Keller Williams, so this was only the second time I've been exposed to Mo. I heard her speak at Mega Camp last month just days after I switched to KW. I thought I would share some of what I learned in case it helps anyone here.
Mo focused on helping real estate agents get the most out of their real estate businesses. Even though this was a training for how to conduct the ALC for the market center, Mo stressed that it's really about helping top KW agents be their best so that they can truly be role models to all of the agents in the office. I liked her ideas because if you follow her suggestions, you WILL be a successful agent.
Mo would like us to make KW growth our first responsibility. She says that KW agents should all receive their part of the "gift." The "gift" is profit share. How can you receive your part of the gift? Mo says: refer 15 agents who join within 5 years. I really got excited about this idea because I had just heard Jay Pappasan go over the details of how much passive income you can receive from having just 10 - 15 agents in your down line. When I was with EXIT Realty, I sponsored in over 20 agents in 3 years. EXIT is single level, so it's instant gratification but there's no long term return. I can't wait to refer just 15 agents to KW. I think I can do that in one year, and I'd like to do it by the end of this year!
Mo's dialogue is simple. Just say this to your coop agents or agents you meet at social/business events/tours: "I just love my office. Have you ever met my team leader? Hey, I know you're not going anywhere, but you just have to meet my team leader. You need to know her (him). Could I have my team leader call you?" This dialogue actually came from a KW agent who used it successfully to earn hundreds of thousands of dollars in profit sharing. (I'm sorry, I didn't take good enough notes to be able to quote her name and exact story.) Mo's point was that this agent did not have especially high production and wasn't a particularly outgoing type of person. Anyone can use this dialogue - it's very non-threatening. It's up to KW team leaders to "recruit." All you have to do is build relationships and BE NICE to your fellow agents.
Mo's second topic was agent productivity. She suggested that top-producing agents in each KW office should get together, mastermind and support each other in reaching their production goals. She likes to see agent goal numbers posted so that everyone knows what each other is trying to achieve. Her main point was that ALC agents should have high intentions and make a sincere effort using intelligent direction and skillful execution. Intelligent direction means following the MREA model!
I didn't like this next topic but you can't deny that profitability is crucial to any real estate agent's business. Mo wants us all to be able to accurately project our net income by tracking and taking a look at our monthly P & L's.
Mo's last topic focused on company culture and making sure that KW is a company that agents never want to leave. Well, I just got here, Mo, and I don't have any plans to leave! Mo says BE NICE, behave in public and practice a random act of kindness every day.
